oracle channel management chris kirby principal solution consultant – high tech 14 august 2007...

Oracle Channel Management

Chris Kirby

Principal Solution Consultant – High Tech

14 August 2007

Streamlining your partner-facing activities

Too many manual processes?

Dealing with Channel Conflict?

Lack of Partner Mind Share?

Partner Adoption Issues?

Where to find a solution?…

The world with Oracle…

Channel Complexity

EndCustomers

EndCustomers“You”“You”

OEMOEM

DistiDisti

VARVAR

SystemsIntegratorSystemsIntegrator

DealerDealer

Those who sell for you require lots of support……….

• Training (product and sales)

• Ordering/sales management systems

• Marketing “air cover”

• Advertising support (“co-op”)

• Selling support

• Promotional programs (incl. pricing)

• Logistics (delivery/expediting, parts, returns,…)

Systems / ToolsSystems / Tools Qualified LeadsQualified Leads

RegistrationsRegistrations Cash FlowCash Flow

RebatesSpecial PricingMDFClaimsIncentives

Exclusivity and Discounts

Segment and Target Benefits

Lead 1

Lead 2

Oracle Channel ManagementWhat drives your partner relationships?

Monitor• Point-of-Sale / Inventory

• Claims

• Revenue Recognition

Recruit • Partner Registration

• Program Invites

• User Management

Manage• Partner Profiles

• Contracts & Entitlements

• Partner Programs

Sell• Lead Management

• Special Pricing

• Quoting & Fulfillment

Market• Communications

• Funds Management

• Promotions

RecruitRecruit SellSell MonitorMonitorManageManage MarketMarket

Workflow Automation

Oracle Channel ManagementPartner-Enable Your Business

Sa

les

Cha

nne

lsS

ale

s C

han

nels

Tele Sales

Partners

Field Sales

Web Sales

Your Organization• Collaborative team selling• Customer and contact intimacy• Revenue maximization• Effective channel conflict mgmt

Your Customers• Consistent, higher-quality

experience across all channels• Self-service access and visibility to

new products

Your Partners• Up-to-date information access• Consistently support best practices

at all points of contact

Co

llab

oratio

n G

oals

Co

llab

oratio

n G

oals

Consistent Selling Across ChannelsSeamlessly Share Information with Key Participants

• Products

• Prices

• Configuration

• Approvals

• Quotes

• Orders

Collaborate Outside the OrganizationPartner Dashboard: Provide Automated Access and Visibility

Self-service access to Self-service access to electronic purchasingelectronic purchasing

View new View new leadsleads

Register new deals Register new deals to avoid conflictto avoid conflict

Access latest news Access latest news and noticesand notices

Channel Manager DashboardProvide Insight into Partner Channel Activity

• Key sales metrics and performance indicators

• Comparisons to prior year / quarter

• Links to workflow activities

• Instant visibility to partner performance

- YTD / QTD pipeline

- Close rate

- Access to transaction detail

- Trade funds management

Partner ProfileProvide Insight into Partner Performance

Partner Program ManagementDrive behavior with partners

Partner Program Management

Benefits

Optimize channel partnerships through configurable program framework

Targeted partner programs to build partner loyalty and increase profitability

Improve efficiency through automated delivery of program benefits to partners

Optimize channel partnerships through configurable program framework

Targeted partner programs to build partner loyalty and increase profitability

Improve efficiency through automated delivery of program benefits to partners

Benefits

Your CompanyYour Company

• Support guided selling across all sales channels

• Enhance customer intimacy and one-to-one selling

• Increase sales effectiveness across all channels

• Accelerate new product introduction

PlacePlaceOrderOrder

Add to CartAdd to Cart

Configure Configure Products Products

and Servicesand Services

Browse Browse CatalogCatalog

Guided Selling Guided Selling RulesRules

Cross-Sells / Cross-Sells / Up-SellsUp-Sells

Real-Time Real-Time Feedback as Feedback as Options are Options are

SelectedSelected

Guided Selling

PartnerPartner

Online StorefrontExpose product catalog and pricing to partners

Online StorefrontRich content and complex configuration capabilities

Registration Process

PartnerPartner

Reduce channel conflict

Gain visibility into indirect sales pipeline

Increase forecast accuracy

Build partner trust

Reduce channel conflict

Gain visibility into indirect sales pipeline

Increase forecast accuracy

Build partner trust

Registration Approval

Opportunity Status

Tracked

Partner Works to Partner Works to Close DealClose Deal

Review Registration

BenefitsYour CompanyYour Company

Create Create Registration Registration RequestRequest

Identify Similar

Requests

Notify of ApprovalNotify of Approval

RegistrationsProactive Duplicate Identification

Special Pricing Management

PartnerPartner

Respond quickly and intelligently to special pricing requests

Reduce cost through partner self-service

Link requests for the same end-customer deal to ensure legal compliance

Track liability in GL to ensure safe, conservative accounting

Respond quickly and intelligently to special pricing requests

Reduce cost through partner self-service

Link requests for the same end-customer deal to ensure legal compliance

Track liability in GL to ensure safe, conservative accounting

Create Create Special Price Special Price RequestRequest

Approve Request Notify of ApprovalNotify of Approval

Pay PartnerPay PartnerResolve

Claim

Close DealClose Deal

Submit ClaimSubmit Claim

Identify Similar

Requests

BenefitsYour CompanyYour Company

Special PricingStreamline special pricing approval process

Special PricingEnsure valid claims through enforcement of agreement terms

Partner Funds Management

PartnerPartner

Reduce cost of managing funds via partner self-service

Track liability in GL to ensure safe, conservative accounting

Ensure accurate partner incentive accruals and payouts

Measure results of marketing expenditures

Reduce cost of managing funds via partner self-service

Track liability in GL to ensure safe, conservative accounting

Ensure accurate partner incentive accruals and payouts

Measure results of marketing expenditures

Create Fund

Approve request

Request channel Request channel marketing fundsmarketing funds

Submit marketing Submit marketing collateralcollateralApprove

collateral

Pay Partner

Conduct activityConduct activity

Submit claimSubmit claimResolve

Claim

Benefits

Receive paymentReceive payment

Your CompanyYour Company

Lead Routing Process

PartnerPartner

Ensure lead follow-up with flexible routing rules

Gain visibility into indirect sales pipeline

Increase forecast accuracy

Build partner trust

Ensure lead follow-up with flexible routing rules

Gain visibility into indirect sales pipeline

Increase forecast accuracy

Build partner trust

Convert toOpportunity

Route Opportunity to Selected

PartnerPartner Accepts / Partner Accepts / Declines Declines OpportunityOpportunity

Create Lead(via Marketing

or Sales)

BenefitsYour CompanyYour Company

Qualify Lead

Send Notification Send Notification to Partnerto Partner

Lead Ranking Rules

Opportunity ManagementProvide Insight into Partner Channel Activity

Opportunity ManagementProvide Insight into Partner Channel Activity

Sales ForecastingProvide Insight into Partner Channel Activity

Referral Management

PartnerPartner

Commission-based referrals programs increase market reach

Build partner loyalty

Improve efficiency by automating referral to commission process

Increase commission accuracy and improve partner satisfaction

Commission-based referrals programs increase market reach

Build partner loyalty

Improve efficiency by automating referral to commission process

Increase commission accuracy and improve partner satisfaction

Set up Referral Benefit

Attach Benefit to Program

Enroll into Partner Enroll into Partner ProgramProgram

Referral Approval

Order is Booked

Commission Commission AcceptanceAcceptance

Review Referral Submit ReferralSubmit Referral

Benefits

Pay Commission

Your CompanyYour Company

Point-of-Sale / ClaimsPoint-of-Sale / Claims

Provide Incentive to Distribution Channel

Component Supplier

DistributionChannel

End Customer

Post to AR

IndirectSalesData Table

Indirect SaleSale

Credit Memo

POS ManagementCapture and reconcile distribution POS transactions

Import &Cleanse

POS Data

Indirect Sales(POS) Data

XML, EDIE-Mail, Other

Outputs

Reconcile Claims

Validate compliance to special pricing agreements

• Pricing Authorization Number• Reference • Reason

Close claims with transaction numbers

Integration with ReceivablesStreamlines Ship & Debit Reconciliation Process

Create andassign claims

SettleClaims

Createand apply

transactions

AdjustAccounts

Receivable

Researchand approve

Receive debitmemos from

distributor

Identify discrepancies to special pricing agreements

Inventory Inventory Tracking /Tracking /Revenue Revenue

RecognitioRecognitionn

Revenue Flow

Update

“Inventory In”

Update

“Inventory In”

New “Ending

Inventory”

Receive POS

Data

Update

“Inventory Out”

New “Ending

Inventory”

Call AR API

Recognize

COGS

Rev.Adj. API

Recognize

Revenue

Automate

Reclass

(FIFO Basis)

Defer

COGS

Disti Order

Ships

Defer

Revenue

Invoice

Generates

Order Management

Trade Management

Receivables

Channel Inventory TrackingGain Visibility into Channel Inventory and Throughput

Track inventory Track inventory throughputthroughput

View channel View channel inventory by accountinventory by account

Track channel inventory down to the product level

Auto-Accounting Details

Initial Stocking Order – Revenue

Automatically Deferred

11

Revenue Flow

POS Import

Sell-through information tracked

22

Revenue Flow

Revenue Flow

Auto-Accounting Details

After POS Import – Revenue

Automatically Reclassified

After POS Import – Revenue

Automatically Reclassified

33

Oracle Business IntelligenceOracle Business IntelligenceEnterprise EditionEnterprise Edition

Insight into Action Oracle Business Intelligence: Revenue, Margin, Pricing Visibility

Insight into Action Oracle Business Intelligence: Revenue, Margin, Pricing Visibility

Insight into Action Oracle Business Intelligence: Revenue, Margin, Pricing Visibility

Insight into Action Oracle Business Intelligence: Revenue, Margin, Pricing Visibility

Summary of Benefits

Improve channel performance and Improve channel performance and profitabilityprofitability

Reduce channel support costsReduce channel support costs

Increase visibility into partner Increase visibility into partner activityactivity